Michael combined his passion for sales and his entrepreneurial spirit to found a software company that maximizes revenue from company's existing client base. Listen to this episode to learn more about Michael's journey from being a top sales performer at Chilipiper to building his own company. Michael discusses the importance of relationships and loose connections that helped him to navigate through the challenges of launching Callypso. His book, Crafting The Sale, is available September 2023 and already made Amazon's top-sellers list the week it was announced.
In his book, Michael says...
"One of the important elements that I noticed from leading teams is people tend to be really really rigid and overly prescriptive with sales methodologies and there's actually a lot of research out there from academics that say the best salespeople aren't that rigid actually with customers. Yes, you should have sales methodologies in place but they're tools in a toolbox to deploy at the right moment because not evey buyer is the same. They're not at the same point in their journey and so there's one part of the book where I talk about this idea...where the top performers are deploying the right thing at the right time using situational awareness and then middle performers are more likely to be the really rigid ones."
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